Congratulations on finishing real estate school and earning your real estate license!
Passing your real estate exam and obtaining your real estate license is a huge achievement, but now the real work begins. The first 90 days of your new career will set the foundation for your success. To build a thriving real estate career, you must focus on education, networking, marketing, and prospecting. Here’s a step-by-step guide on what you should do in your first three months as a licensed real estate professional.
Month 1: Laying the Foundation
1. Choose the Right Real Estate Broker
Your choice of brokerage will greatly impact your success. When selecting a real estate broker, consider:
- The commission split and potential earning structure
- Whether they charge desk fees
- The quality of training and mentorship offered
- The technology and tools they provide to agents
- Their reputation in the market
2. Complete Any Post-Licensing Education Requirements
You have finished real estate school, but your real estate education is not complete. Real estate class helped you pass the state exam; they have little to do with equipping you to be a successful real estate agent.
Now you need to take advantages of both internal and external (your broker’s) and external education resources that can training you in scripts, marketing, lead generation, goal setting, time management, compliance and the essentials of being a successful real estate agent.
3. Develop a Business Plan
Treat your real estate career like a business. Most real estate agents are independent contractors, so you are literally running your own business. You cannot rely on your broker to hand you leads. Your business plan should include:
- Income goals
- Target markets
- Lead generation strategies
- Marketing budget
- Daily, weekly, and monthly action plans
4. Get Your Marketing Materials Ready
You need to start branding yourself right away. Essential marketing materials include:
- Business cards
- Professional headshots
- A personal website or landing page
- Social media profiles optimized for real estate
- A CRM (Customer Relationship Management) system to manage contacts
5. Learn Your Local Market
Understanding local real estate trends is crucial. Study:
- Average home prices
- Inventory levels
- Days on market
- Neighborhood demographics
- School districts and amenities
If you choose a neighborhood to specialize in—called your “farm”—make appointments to preview homes for sale with other brokers in that area so you can familiarize yourself with local inventory and home values.
Month 2: Building Your Network and Lead Pipeline
6. Start Networking
Building relationships is essential for success in real estate. Attend:
- Real estate networking events
- Chamber of Commerce meetings
- Local business networking groups
- Open houses hosted by other agents
- Community events
7. Develop Your Online Presence
- Optimize your LinkedIn profile to showcase your real estate license and experience.
- Join real estate Facebook groups and engage in discussions.
- Post valuable real estate content on your social media pages.
- Consider starting a blog about local real estate trends.
8. Master Your Real Estate Scripts
New agents often struggle with knowing what to say to potential clients. Learn scripts for:
- Cold calling
- Door knocking
- Open house conversations
- Objection handling
- Following up with leads
- Working with FSBOs, Expired listings, and first-time home buyers
9. Start Generating Leads
Your income depends on lead generation. Effective strategies include:
- Calling your sphere of influence (friends, family, and acquaintances)
- Hosting open houses
- Sending out postcards to local homeowners
- Running Facebook and Google Ads targeting potential buyers and sellers
- Partnering with mortgage brokers, home inspectors, and attorneys for referrals
10. Shadow a Successful Agent
Find a mentor within your brokerage or a seasoned agent who is willing to let you shadow them. Observing an experienced agent will give you valuable insights into client interactions and deal negotiations.
Month 3: Closing Deals and Scaling Your Business
11. Start Showing Properties and Writing Offers
By now, you should be actively working with buyers and sellers. Familiarize yourself with:
- Scheduling and conducting property showings
- Preparing and submitting offers
- Understanding contingencies and inspection processes
- Handling counteroffers and negotiations
12. Attend a Real Estate Training or Coaching Program
Continuing education is key to long-term success. Consider:
- Enrolling in an advanced real estate course
- Attending live or virtual workshops
- Working with a real estate coach
13. Set Up an Email and Text Marketing System
Automate your follow-ups to stay top-of-mind with leads. Use a CRM to:
- Send market updates to potential buyers
- Deliver real estate tips and insights via email newsletters
- Follow up with past clients for referrals and repeat business
14. Build Your Referral Network
A strong referral base is critical. Ask satisfied clients to:
- Leave positive reviews on Google and Zillow
- Refer you to friends and family
- Provide testimonials for your website and marketing materials
15. Evaluate Your First 90 Days and Adjust
Take time to review your progress. Ask yourself:
- What lead generation methods worked best?
- What areas need improvement?
- Have you met your income goals?
- What new skills do you need to learn?
Keep Learning and Growing
The first 90 days of your real estate career are crucial, but the learning never stops. Continue honing your skills, expanding your network, and improving your marketing strategies. If you’re looking for the best real estate school to keep your knowledge up-to-date, Garden State Real Estate Academy offers top-rated real estate classes that can help you succeed in the industry.
Are you ready to take your real estate career to the next level? Garden State Real Estate Academy not only has courses to help you earn your first real estate license; they also have courses to get you licensed in additional states, in professional development, and in continuing education. Enroll in a continuing education course at Garden State Real Estate Academy today!
Visit www.GSREA.com or call 609.923.0590 to explore real estate classes and training programs!
